Talent Triage

Raising the bar for CPG sales force talent management

Corporate leaders and boards of directors are recognizing that consumer trends and industry dynamics are changing the rules of the game, for sales in particular. And nowhere is this change more evident than in the consumer packaged goods industry, where the quality of salespeople has as much to do with success as the quality of the product.

To better understand these changes and future needs, the Grocery Manufacturers Association (GMA) and the Network of Executive Women (NEW) engaged A.T. Kearney to conduct a study of sales force talent management and diversity within the CPG industry. Drawing on surveys and interviews with executives and field employees from 34 CPG sales forces and eight retailers, as well as A.T. Kearney research and expertise, this study explores the current and future market factors that drive sales talent management, leading practices related to sales talent and diversity, and sales talent’s potential to improve business outcomes.

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If you would like more information on this study please contact A.T. Kearney partners This e-mail address is being protected from spambots. You need JavaScript enabled to view it or This e-mail address is being protected from spambots. You need JavaScript enabled to view it .